This was a presentation we gave at the 2010 Network Central event in Bristol. It looks to highlight some simple processes and tasks to take in order to go from collecting a business card to getting the 2nd invoice!

1. Now you have the business card…
with
James White - CEO of InTouch CRM
&
Mark Stonham - Director of Wurlwind

2. So what is this all about.....
From To 2nd
Business Card Invoice
How?

3. Why you’re here
• Networking is why you’re here
• Its a fantastic way to meet
people!
• But on its own, it won’t pay
the bills
• So how can you
– Ensure the basics of your business
are sound
– How you can achieve a lot with a
little time
– Get customers through different
steps within the sales process
– Use good HABITS and
TECHNOLOGY effectively

4. But first.............................
How good is your memory?
Prizes are available for the winner!

5. The Rules
• You will have 10 seconds to memorise the images on the page
• Were then going to test everyone to see who has the best
memory
• You are NOT allowed to write anything down!
• A free InTouch CRM Licence for 1 year & some goodies for the
winner
• Do this on your own! It’s relevance will become apparent!

6. What can you remember?

7. Who has the best memory....
And the winner is
??????

8. Game Number 2 - The Rules
• Similar rules to last time
• You will have 10 seconds to memorise the images on the page
• This time you can write things down

9. What can you Remember?

10. Writing things down helps....
Did you remember more as
a result of writing things down?
Linking each image through a process
or story can increase
memory retention even more!

11. What this shows is......
• Just memory = Forget
• Write down = Improve
• Link both together &
systemise = Full House
• So the moral of the story is
unless you are........

12. Our recipe for successs?
Good People
(i.e. You!)
Good Habits
Good Systems
Business Success

13. Your business basics
You do something different?
You do something better?
You deliver on your promises?
You provide real value?
You scratch a customer itch?
You sell at a lower price?
Your friendly & easy to do business with
Define what makes you unique?
Good habits and good technology can only do
so much!

14. Your customer journey
The red carpet
DIY Fit for Purpose
experience

15. The lifeblood of any business...
Aside from networking,
How do you reach your prospective
market?
How can you build a set of potential
customers?
How and where do you get new
business from?

16. One Option.....
Do you start at A and hope
for the best?

17. Fingers crossed?
Do you hope you
will be in the right
place at the right
time?

18. More chance of a lottery win..
Why put your business
success to chance?

19. Methods to get the leads

20. Once you have the leads, its then
about the different stages in the
funnel

21. The Sales Funnel – The Sales View
We believe there
are 5 key stages
to gaining a customer
Good habits
& good systems
underpin these!

22. The Sales Funnel – The Buyers View
There are also
5 key stages
within the buyers mind
How can we
match the buyer
& sellers views
together?

23. Attract
Buyer Seller
• Head • Habits
• Reviewing – Lead generation
options per category
• Be easy to find - Inbound/outbo
• Need to build und process
knowledge • Technology
• Heart – SEO/SEM,
• Looking for a – Online
ohh advertising,
• What it can do – Social media
for me? – Content
• Initial attraction marketing

24. Engage
Buyer Seller
• Head • Habits
– Process from
• Realistic business card
option? – Gain permission to
• Looking for dialogue
experience - Make it compelling
- Offer value, help
• Looking for the buyer
other customer
views • Technology
• Heart – Landing page
– Scanning/data
• Tell me a story entry
• Understand me – Online
registration/sub
scribe

25. Nurture
Buyer Seller
• Head • Habits
• Clear – Multi-step
differentiator follow-up
• How could it be – Deliver value,
delivered? insight, educate
• What is the risk – Include ‘calls to
action’
• Heart
• I remember • Technology
them!
– CRM
• Others trust – Email
them
– SMS
• Their helpful – Video
– Social media

26. Transact
Buyer Seller
• Head
• Cost
• Habits
- On-line?
• Support
Ecommerce
• Ease of - Off-line? face to
transaction face or phone
• Get out options - Granular offer,
• Heart various price
points
• Don’t make me
just another • Technology
lead
– Contact
• Do what you management
say you will – Lead
• Give me a management
‘wow’ reason – Track where and
to buy how & when

27. Deliver
Buyer Seller
• Head • Habits
– Ask how you
• What’s my next performed?
issue
– Introduce your
• When will x be referral scheme
live
– Welcome on
• What is the board
support
process? • Technology
• Heart – Record each
• Thank sale
goodness – Review your top
• Re-convince me list of customers
I’ve done the – Use e-Comms to
right thing promote their
• Make me smile stories

28. Key takeaways
You can’t afford to let potential
clients
slip through the sieve!
You need to ensure you
have a scalable process to deal
with potential enquiries

29. Key takeaways cont...
Have a 360 degree view of your
customers -Knowledge is power!
Bring them to you & then engage

30. Key takeaways cont...
Key Takeaways for you maybe?
Ask yourself the honest questions!
How often do you review how you deliver your product or service?
How much time do you focus on building a pipeline?
Do you structure the way in which you engage with customers?
Do you record it where it is safe?
Do you just build up list of business cards or do you do something with them?
If you carry on doing what you do now,
you will carry on getting the same results

31. Which do you prefer?

32. Or this....
Or this?

33. Have we succeeded?
From this To customers

34. Why listen to us
• James White – CEO In Touch CRM
– Backed my own ideas with my own money
– Backed myself to deliver a scalable business model
– Focused on solving SME issues
– Built InTouch into the UK’s leading CRM & Email Marketing System
– Over 2000 users and some 50 partners
– Still learning on how and where to improve
• Mark Stonham – Director of Wurlwind
– Marketing & sales professional
– Sales professional
– Consultative Sales, Rqmts Capture, Project delivery
– Technology for Marketing & Sales
– CRM, e-biz, Workflow, CMS, BI,
– Wide Sector experience
– Online Marketing Entrepreneur
– Certified Inbound Marketing Professional
– Broad experience of many Online techniques

35. Thanks for listening
For listening
We’re around all day if you have questions
Don’t be scared – Be inspired!

36. James White - CEO of InTouch CRM
Email: j.white@intouchcrm.co.uk
Twitter.com/jijwhite
Mark Stonham - Director of Wurlwind
Email: Mark@wurlwind.co.uk
Twitter.com/markjstonham